A Typology of Internet Retailing

Mottner, Sandra; Thelen, Shawn T.; Karande, Kiran

doi:10.1300/j049v10n01_02

Cited by 7 publications

(3 citation statements)

References 23 publications

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“…As a tool for segmenting markets and profiling consumers, cluster analysis has been extensively used by previous studies (Christodoulides et al, 2013;Maier and Saunder, 1990;Mottner et al, 2002;Prashar et al, 2016). As suggested by Hair et al (2006), multistep cluster analysis was used to classify the respondents on the bases of their choice criteria for defining online shopping experience.…”

Section: Cluster Analysismentioning

confidence: 99%

Typology of Indian e-buyers: clustering on the basis of online shopping motives

Prashar

Vijay

Singh

et al. 2017

WRSTSD

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The exponential growth in people having access to the internet has led to the dramatic increase in e-buyers. As in conventional retailing, consumers in the online setting vary in their preferences and choices. Marketers tend to address this diversification by segmenting consumers into homogeneous groups. The objective of this study is to identify and profile the segments on the basis of shoppers' online shopping motives. Primary data was collected using a survey questionnaire, administered to online shoppers in India. For identifying clusters of respondents and profiling shoppers, two-step cluster analysis was applied. The findings of the study supported the presence of two unique e-shopper segments. The segments, indifferent shoppers and involved shoppers, varied considerably in terms of their online shopping motivations. Based on the unique characteristics of the two segments, online retailers must carve different marketing strategies to attract and retain them ensuring optimum allocation of marketing expenses. The findings of this research may be used as guidelines for the development of strategic framework by online retailers.

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Section: Cluster Analysismentioning

confidence: 99%

Typology of Indian e-buyers: clustering on the basis of online shopping motives

Prashar

Vijay

Singh

et al. 2017

WRSTSD

View full text Add to dashboard Cite

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“…Therefore, logistics expenses have replaced store-related costs as the main retail expense (Soasta, 2012). In this regard, in the 21st century logistics has been recognized as a core competence contributing to eretailers' competitiveness, in the new robust marketplace (Maltz et al, 2004;Mottner et al, 2002). Therefore, the e-retailers need advanced retail information systems.…”

Section: Literature Reviewmentioning

confidence: 99%

What is Wrong with Private Shopping Sites - Evidence from Turkey

2015

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Since 2008, private shopping sites have been amongst the leading business models in the world. However, with the growing number of these companies, there are some problems which are declared by the customers through online platforms. Hence, this study provides evidence from Turkey through the examination of the customer complaints from the leading private shopping sites. In this regard, 1,014 customer complaints were analyzed for the period of three months (April, May and June 2013) from the popular online platform "sikayetvar.com". The findings reveal that private shopping sites have same types of customer complaints which occur mainly due to problems in the logistics capabilities of the companies. However, number of complaints differs significantly according to private shopping sites and months. This study contributes to literature through identification of variations in the number and category of complaints across months and among private shopping sites. Additionally, it provides managerial implications for private shopping sites to improve the logistics capabilities and other facilities 1.INTRODUCTIONThe term retailing covers all business processes which involve the sale of goods and services to consumers for personal, family or household use (Berman and Evans, 2004). Retailing is a key driver of global economy, where the total sales generated by the world's ten largest retail companies were $1.25 trillion in 2012 (Deloitte 2014). In retailing, emerging research issues have been identified as growth of the internet and e-commerce, branding and customer loyalty, service success strategies, and behavioral issues in pricing and patronage (Grewal and Levy, 2009). With the adaptation to new digital age, the consumption choices, tremendous increase in the numbers of internet shoppers and the acceleration of social media platform have caused significant changes in physical retailing model (Türkiye Perakendecilik Meclisi Sektör Raporu, 2012). Therefore, development in direct marketing and technology has enabled retailers to reach customers through different distribution channels. For instance, catalog shopping and pioneering approaches such as television infomercials have created new business models, and later paved the way for e-retailing. This has enabled significant growth in e-retailing and e-retailers.

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“…Another study from the manufacturing sector identified types of adopters based on patterns of adoption in the supply chain (Craighead and LaForge, 2003), but did not examine beliefs. A quantitative analysis of retail web sites by Mottner et al (2002) created a typology of e-tail web sites according to the functions they performed (intermediary, product focused e-tailer, and micro-segment focused e-tailer) without examining the retail owners' beliefs. However, the literature does provide information about beliefs likely important to small, rural retailers deciding to use the internet.…”

Section: Literature Reviewmentioning

confidence: 99%

Beliefs of small, independently owned rural retailers about internet use: a typology

Stoel

Jeong

Ernst

2010

Marketing Intelligence &Amp; Planning

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Purpose -The purpose of this paper is to develop a typology of small, rural retailers based on personal beliefs about business use of the internet and to identify similarities and differences between the retailer subgroups in attitude, perceptual performance, and behavioral intention to use the internet. Design/methodology/approach -A mail survey is completed by owners of small, independently owned retailers in rural communities across the USA. Findings -Cluster analysis reveals three types of retailers: optimists, efficiency minded, and skeptics. Differences in attitudes towards use of the internet and intention to use the internet for purposes of strategic positioning are found across the groups.Research limitations/implications -The sample frame consists of small, independently owned retailers in rural communities, the response rate is low, and results will not generalize to small retailers in urban areas. Practical implications -The stories of optimist retailers can show efficiency-minded retailers how to gain greater benefit from use of the internet. The skeptical retailers are not likely to adopt the internet even when important others, such as their customers, want them to. These retailers may need to be sold on what the internet can do for retail performance of their specific business. An individualistic approach would likely be the only salient appeal to these retailers, since they are not socially compliant or socially embedded. Originality/value -This paper produces a typology of small, rural retailers and provides information on internet use of such retailers, both of which are new to the literature.

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A Typology of Internet Retailing

Cited by 7 publications

References 23 publications

Typology of Indian e-buyers: clustering on the basis of online shopping motives

Typology of Indian e-buyers: clustering on the basis of online shopping motives

What is Wrong with Private Shopping Sites - Evidence from Turkey

Beliefs of small, independently owned rural retailers about internet use: a typology

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